10 Fundamentals For Coaching The Best Salespeople
Successful coaching begins with recruiting the best. Do the candidates you hire have what it takes? Are they self-motivated, honest and responsible? Do they like your products? Are they coachable?…
How To Achieve Your Goals AND Strengthen Relationships
Recently, a young sales leader travelled several hours to spend the afternoon with me in Knoxville. Despite icy roads and the cold of the north winds, he arrived around noon.…
How To Get Helpful Advice From A Bell-Shaped Curve
I know you’ve been thinking about how to best coach the new rep. You want to do this well because you can’t afford to get them off to a poor…
How To Prepare A Brand New Rep For Success
How do you prepare a brand new rep for success? If you’re like me, you’ve made tons of mistakes and lost thousands and thousands of dollars and many sleepless nights.…
Why Do People Want The Quick Easy Way In Recruiting
When young baseball players are 12 and under, they will eat dirt if you tell them it will help them hit the ball. When they reach 13, it’s as if…
Make Better Hires When You Have This Target
Hey Top Sales Leaders! Here are the five essential areas (with an acronym of CAMPS™) you can ‘target’ to help you improve your ability to recruit the best high-activity sales…
What Happens When You Recruit Truthful People First
A reputation can be a good thing…if you have one for being the life of the party. It’s not so good when it’s for stretching the truth. In fact, it…
This Is What Happens When You Hire The Uncoachable
Every work day you wake up early, grit your teeth, then travel toward your office with one name in mind, Tom – one salesperson in particular that you just don’t…
How To Find The Best Candidates For Sales
Where do you find people who can sell – who can sell what you sell and in a way that people buy again and again? The number one frustration we hear from…
The Best Sales Leaders Refine Their People With Fire
We stumble – imperfect and unrefined people – as runners, sales reps, fathers and mothers. And life is tough – being successful is difficult. Obstacles face us from the inside…